This is probably a question that should not be missed in any job interview for a managerial position. I do not like too much superlatives in supporting a point of view so I would resist stating that setting appropriate targets is the most important skill of all in a managerial job. However, both my sales and consulting experience convinced me that this skill is seriously overlooked in today’s business (especially sales) world and has one of the highest costs on the success of the organization. (more…)

Hardly imaginable 3-4 years ago, the community of medical representatives in Romania is shaken with an increasing pace by word-of-mouth news about massive layoffs in different pharmaceutical companies, restructuring (read downsizing if not closing) of some operations, hire freezes and so on. Mergers and acquisitions are now viewed with a degree of pessimism, higher than ever. Such news come more often than not with a speed of lightning and takes most of the people by surprise. (more…)

 I never had much respect for candidates who never asked at least a question at the end of the interview (or more if applying for sales job, also during the interview). Lack of curiosity is only smaller in relevance than integrity, especially if we speak about sales field.

During last week’s workshop on recruitment I just happen to realise that the greatest majority of applicants fail to ask their prospective employer an important question: How would their contribution to the organisation be evaluated if hired? (Who does it? How often? What are the criteria?) (more…)